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Gary Hart

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President, Sales Du Jour

1005 points

Gary Hart's career as an advertising, marketing, and sales executive began in 1971. Marketing campaigns included the Toyota Import Car of the Year Award. He established clients such as Avis, and Cartier.

As VP of Sales & Marketing, Gary led ...

Gary Hart's career as an advertising, marketing, and sales executive began in 1971. Marketing campaigns included the Toyota Import Car of the Year Award. He established clients such as Avis, and Cartier.

As VP of Sales & Marketing, Gary led an 800% sales increase for a high-tech equipment company to $20 million per year over a 5-year span in the 80s.

Gary has a passion for building high performance sales teams. He is also involved in non-profit organizations with children oriented missions.

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WEB: http://www.salesdujour.com/

May 18, 2012

Gary Hart recommends this answer by Craig Rosenberg

What are must read blogs for the VP of sales in all Fortune 1000 companies?

Hi Steve:
I know I can answer this, but I have so many blogs I read that I can't be entirely fair....
My colleague Catherine Goldberg put together a very comprehensive list of sales people to follow. The VAST majority I read or have in ... more

April 17, 2012

Gary Hart and 5 other people answered this question at this roundtable

How to Network at Events [4/16 @ 11 am]

What are your top opening lines when you first meet someone at a biz event eg: a speaker lunch (particularly if you are not a confident networker)?

Liz, isn't wonderful to have so many brilliant people sharing their hard earned knowledge? By the way, I'm Gary Hart of Sales DU Jour is how I like to begin and then shift the conversation to the other person. Typically they're wearing a name tag, ... more

Information Technology

Lead Generation

April 6, 2012

Gary Hart and 6 other people answered this question

How do you evaluate the success of your sales manager?

Steve, you have valuable advice here from Dave, Ellen, and Belldon. How does the sales team feel?
Is the manager giving them the support they need?
Is the manager a good coach?
Is the manager in touch with their front line issues?
Does the manager ... more

April 5, 2012

Gary Hart recommends this answer by Dave Brock

Who is ultimately responsible for your company's sales - your sales manager or your salespeople?

I'll take this a slightly different direction. Ultimately, the CEO is responsible for the company's sales. The CEO is responsible to make sure the strategies, processes, people, and resources are in place to achieve the organization's goals--including revenue and profitability.
The CEO needs to make ... more

Revenue Achievement

Sales Management

March 30, 2012

Gary Hart recommends this answer by Ellen Bristol

What are the factors that prevent salespeople from understanding a prospect's business and objectives?

This is an intriguing issue. Dave is, as always, on the mark. The simple truth is that people do what's expected of them. If you SAY you want your sales people to understand prospects' business objectives, but then you only provide collateral and training that ... more

Human Resources

March 27, 2012

Gary Hart and 11 other people answered this question

How many sales people should a tech start-up employ in its first year of business?

What does your operating plan look like?
What is the targeted revenue per salesperson?
How many salespeople do you need to achieve your initial revenue targets?
Do you have the necessary infrastructure and resources in place, marketing, lead generation, sales tools, automation, sales process, etc. ... more

Human Resources

March 22, 2012

Gary Hart and 11 other people answered this question

How do you know if a sales rep is ready to move into sales management?

Jumping in this conversation after some of my favorite sales authorities have shared their views leads me to slightly different perspective to give you another angle from someone who is been there. As a front line sales professional who was promoted to general sales manager ... more

Sales Management

Jan. 14, 2012

Gary Hart and 5 other people answered this question

It's been said that people buy with their hearts, but justify with their heads. How can someone who buys with his/her head learn to sell?

Anyone can learn to sell, if they are willing to change. Learning something and being able to do it are quite different and the difference between the two underpinned my hiring decisions, which were always probationary. Because until someone is on the job, it is ... more

Jan. 13, 2012

Gary Hart recommends this answer by Dave Brock

What is one easy way to increase sales?

I have to agree with Tibor. I also think the search for "easy" answers is wrong. Part of the problem with sales (and everything in business in life), is we are constantly searching for the easy answers, the shortcuts, the miracle cures, "ways to make ... more

Sales Enablement

Dec. 14, 2011

Gary Hart is now following Brett Tollman and 7 other people

Dec. 9, 2011

Gary Hart and 2 other people answered this question

What three words would you use to describe a top VP of Sales?

Direction/Strategy: Where is the team going and how do they get there.
Encouragement: The belief the team can accomplish goals beyond their own expectations.
Support: Tools, training, coaching, leads, etc. Everything needed to do the job efficiently and effectively. more

Sales Management

Nov. 21, 2011

Gary Hart and 12 other people answered this question

Where does selling end and marketing begin?

While selling’s definition has remained unchanged, marketing has become blurred.
Etymologically, marketing includes all of the activities of buying and selling; one umbrella that covers all business operations. One of the few companies that does business according to this age old definition is perhaps the ... more

Marketing Management

Sales Enablement

Nov. 18, 2011

Gary Hart and 2 other people answered this question at this roundtable

Simplifying Social Business: Social Marketing and PR ROI [11/9 @ 11 am]

What is an example of a company that understands and executes social media effectively?

Craig, you know that I do not self-promote nor endorse it. Lisa Grimm is a friend of mine and the PR person for Mall of America. They are a huge organization that has done an incredible job successfully implemented a broad social media program with ... more

Customer Service

Nov. 18, 2011

Gary Hart and 3 other people answered this question at this roundtable

Practical Social Media Goal Setting, Measurement and ROI [11/17 @ 11 am]

Should different metrics be used in B2B vs B2C tactics?

The adoption of B2C sales and marketing by the B2B world is a controversial topic. Without looking at a specific model and application, the best stab I can take is a general answer as one size doesn’t fit all.
The major difference between the two ... more

Nov. 17, 2011

Gary Hart and 33 other people answered this question

Is communication competency a skill or an art?

Thanks Dan. Why don't we save Helen Keller's talent for another day ;)

Human Resources

Information Technology

Following 18 Topics

Marketing Automation

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Sales Enablement

Sales Management

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